5 Ways to Close More Sales deals through Video Conferencing

As more organizations offer work from home flexibility, sales professionals are finding ways to adapt their approach to connecting with prospects and customers.

Fortunately, there’s a simple tool that can help sales reps meet with potential customers, contacts, and employees from anywhere in the world. If you guessed that we’re talking about video conferencing technology, then you’re right on the money.

If face-to-face meetings provide the best route to securing a sale, video conferencing is the next best thing. After all, video is the most useful platform out there to improve the customer experience, having a much greater impact on sales than plain content ever will. Here is both the why – and the how – to put video conferencing to work for your sales team.

1. Video meetings allow prospects to put a face to your name

One of the biggest benefits of meeting clients in person is that it allows you to build rapport and trust with a new contact. Research suggests that only 7% of a message is conveyed by words—the remaining 93% consists of tone of voice (38%) and body language (55%). When you’re just communicating over the phone or via email, it can be hard to express yourself fully. 

Video conferencing allows you to meet face-to-face so you can see how your prospect is responding to your pitch and adjust your approach accordingly. It also helps your prospects remember you as you’ll no longer be just another email in their inbox. They can see your face and form an impression of you, which can go a long way in building and maintaining a strong, professional relationship.

2. You can meet more decision makers via video conferencing

When you’re trying to meet with customers and prospects in person, it can be hard to get one key decision-maker to commit to a time and place, let alone a whole team. And if the company you’re working with is mostly remote or has key team members in different locations or time zones, coordinating in-person meetings can be nearly impossible. 

And even if the stars don’t align and you’re not able to get everybody you want to meet with on the same call, video conferencing makes it easy to check in with your prospects by booking follow-up meetings or answering any questions they might have for you. 

3. Win over customers using screen sharing

Regardless of whether you’ve built an initial relationship with a prospect and told them all about the features and benefits of your company’s product, nothing compares to a live, in-depth demonstration. Screen sharing gives you the ability to do walkthroughs, answer more questions, and even assist with setups.

Similarly, you can also share presentations and other collateral (videos, infographics, datasheets) as part of your video conferencing sales pitch.

4. You can speed up your sales cycles and spend more time building leads

In today’s fast-paced world, productivity is the name of the game. We all want to do more in less time without adding extra stress to the mix. Sales teams are no exception.

When sales reps don’t have to meet with customers and prospects in person, they can use that extra time they would’ve spent on the road to connect with even more potential leads and fill their pipeline.

5. Set the stage

Take a look at the environment where you’ll be during the video conference to ensure a professional looking backdrop. Your customers will likely (if just subconsciously) make judgements based on your milieu. Here are three factors to consider when setting the stage for your call:

• Light: Consider whether the room is too bright or too dark, which may cause you to appear backlit or washed-out. Make adjustments like changing the angle of the screen or adding additional lighting sources.
• Sound: Eliminate background noise from phones, equipment, or other employees.
• Clutter: If there are empty coffee cups in the background, clear them away. If you have distracting artwork on the wall, take it down for the duration of the video call.

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